Director of Sales, Strategic Accounts — CA (statewide)
Patterson Companies — CA (statewide)
This role covers the CA (statewide) territory.
Stated in the posting
Pay: $150K – $200K (base salary)
Experience: 3+ years
Travel: up to 75%
Patterson isn't just a place to work, it's a partner that cares about your success.
One of the distinguishing marks of our company is the talented people who embrace the people-first, always advancing, and results-driven culture. Professional growth abounds in this motivating environment. We value the diverse talents and experiences our employees bring to Patterson and believe that they build a stronger and successful organization.
Location Preference: Candidates should be based on the West Coast to effectively support strategic accounts, customer engagement, and business travel requirements within the region.
Job Summary
As the Director of Sales, Strategic Accounts for Patterson Dental, you will lead a team responsible for driving growth, profitability, and customer success across a diverse portfolio of strategic accounts. This role provides leadership and direction to Patterson’s Key Account Executives and Account Executives, ensuring alignment with organizational objectives and execution of strategic sales initiatives.
The Director is responsible for building strong relationships with key customers, partners, and manufacturers while actively participating in manufacturer meetings, sponsored training programs, and industry events. This leader stays informed on market trends, competitive activity, and emerging opportunities, translating insights into actionable strategies that drive business results.
In addition, the Director is accountable for achieving sales growth and maintaining the highest levels of customer satisfaction by leading teams responsible for the selection, sale, purchase, and installation of dental technology, equipment, and supplies within both new and existing dental facilities. Through effective leadership, coaching, and performance management, this individual ensures the successful execution of strategic account plans and the achievement of Patterson Dental's business objectives.
Essential Functions
To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request a reasonable accommodation, notify Human Resources or the manager who oversees the position.
Managing and Leading: Sets individual goals, objectives and accountabilities of sales team to achieve optimum sales consistent with the Region and Branch strategic plan. Assists in the hiring and training of new sales personnel. Keeps the sales group well informed and acts as a liaison with other functions within the branch, with vendors, customers and/or external groups. Communicate and execute business strategies effectively to. Establish effective and efficient procedures while providing an emphasis on detail time with reps and customers.
Development: Provides ongoing training and development through sales meetings and consistent field co-travel with sales team. Gives specific and constructive feedback, coach sales team in the development of their skills.
Generate Sales: Responsible for driving profitable sales growth, across multiple supply and equipment categories. Forecasts Sales and evaluates all sales activities. Monitors the local marketplace and develops relationships with doctors and key practice staff.
Sales Planning: Develops short- and long-term business goals. Actively seeks information regarding Patterson products and services, competitive intelligence and industry information. Analyzes customer’s business for needs and selling opportunities..
Customer Relations: Assure effective customer relations. Responds to customer queries, answers questions and solves problems in a timely fashion. Holds client relationship meetings to monitor satisfaction levels with Patterson’s service and support and illustrates all of the value-added services provided.
Manages direct reports including the hiring, development, performance management, goal setting, and other managerial duties.
Ensures direct reports are aware of and follow established business policies, practices, and Company’s Code of Conduct to create a supportive and productive working environment.
Job Qualifications
Required Qualifications
Candidates must possess one of more of the following:
Four year degree or related field experience
At least 8 years experience in the dental industry
Three or more years of experience in business to business sales
Must maintain a valid driver’s license and good driving record
Preferred Qualifications
3-5 years of successful sales experience at Patterson
Experience working with Dental Service Organizations (DSOs) highly preferred
Ability analyze financial information
Process orientation and leadership skills
Excellent problem-solving skills
Computer skills including knowledge of spreadsheets and word processing software
Promote customer center culture
Proven ability to effectively hire, train, engage and motivate employees
Excellent verbal and written communication skills
Travel
Willingness to travel locally and nationally up to 75%.
What's In It For You:
We provide competitive benefits, unique incentive programs and rewards for our eligible employees:
Full Medical, Dental, and Vision benefits and an integrated Wellness Program
401(k) Match Retirement Savings Plan
Paid Time Off (PTO)
Holiday Pay & Floating Holidays
Volunteer Time Off (VTO)
Educational Assistance Program
Full Paid Parental and Adoption Leave
LifeWorks (Employee Assistance Program)
Patterson Perks Program
The potential compensation range for this role is below. The final offer amount could exceed this range, based on various factors such as candidate location (geographical labor market), experience, and skills.
$150,300.00 - $200,500.00
EEO Statement
Patterson provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or other related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.